Key Account Manager

Job purpose

Regional key account management is a crucial growth strategy for the ophthalmology business, focusing on targeted key accounts to drive expansion. The Regional Key Account Manager will play a pivotal role in achieving business growth objectives by developing and executing strategic plans for assigned key accounts. This includes building strong relationships, identifying new sales opportunities, and driving revenue growth. The incumbent will collaborate with cross-functional teams to deliver customer-centric solutions, resolve issues, and maintain a competitive edge. This position requires managing a small team of surgical sales specialists, emphasizing the need for strong leadership skills to drive team success.

Key Responsibilities:

Strategic Account Management:

Develop the overall strategic direction for designated regional key accounts. Develop tailored account strategies to optimize business growth, boost consumable sales, and ensure client satisfaction, retention, and profitability, supported by customized business plans and roadmaps Develop and execute an ABM (Account Based Marketing) strategy that aligns with the companys overall marketing and sales objectives. Leverage ZEISS workflow solutions & x SBU collaborations to create value for customers through their patients journey.

Customer Relationship Management:

Establish and maintain robust relationships with key accounts Understand customer needs, challenges, and objectives to deliver tailored solutions. Act as the primary contact for escalated customer issues. Position ZEISS as the preferred strategic partner for key accounts.

Business Development:

Identify cross-sell and upsell opportunities within key accounts. Collaborate with business development, marketing & customer service teams to expand the companys presence within these accounts. Establish, grow, and expand the ophthalmology consumables business Pivot to new business models to grow recurring business from key accounts.

Contract and Negotiation:

Develop and maintain long-term customer relationships by creating mutually beneficial contracts and agreements, and drive commitment to agreed-upon business targets. Ensure that agreements align with the companys goals and profitability targets.

Data Analysis:

Utilize data and analytics to monitor and measure account performance. Make data-driven decisions to enhance client satisfaction and financial outcomes.

Risk Management:

Identify potential risks within key accounts and develop mitigation strategies. Stay informed about industry trends and market dynamics that may impact key accounts.

key accounts.

• Productivity & Market contribution gain for assigned key account.
• Budget adherence for Key accounts
• Growth of recurring business for key accounts
• Compliant with day-to-day operational activities

Job Specifications

Education: Diploma or masters degree in Business, Engineering, Science or Medical Technology.

Experience / Skills:

• Bachelors degree in engineering, business, marketing, or a related field (Masters degree preferred).
• At least 8-10 years of work experience in the field of Ophthalmology / healthcare.
• Proven experience in strategic account management, with a strong track record of retaining and growing key accounts will be a plus.
• Excellent analytical and conceptual skills, coupled with a data-driven mindset
• Good business sense, track record in driving results
• Strong entrepreneurial skills and self-driven; able to find pragmatic solutions with strong commercial acumen

Ability to manage complex projects and relationships, and to align and influence, outstanding interpersonal skills with an ability to work under time constraints & also manage complex global stakeholder matrix

• Strong negotiation and contract management skills.
• Strategic thinking and problem-solving capabilities
• Digital training and/or experience with digital and solution selling will be considered as an advantage
• Positive attitude and passion that energizes customers and colleagues alike
• Strong English proficiency, fluency in additional languages a plus

ZEISS in India

ZEISS in India is headquartered in Bengaluru and present in the fields of Industrial Quality Solutions, Research Microscopy Solutions, Medical Technology, Vision Care and Sports &

Cine Optics. ZEISS India has 3 production facilities, R&D center, Global IT services and about 40 Sales & Service offices in almost all Tier I and Tier II cities in India. With 2200+ employees and continued investments over 25 years in India, ZEISS success story in India is continuing at a rapid pace. Further information at ZEISS India (https://www.zeiss.co.in/corporate/home.html)